Kelsey Peusch

Kelsey Peusch has spent her entire career enabling high performing sales teams across a variety of industries. With expertise in Sales Effectiveness, Marketing and Corporate Strategy, Kelsey has developed a respected ability to assess and address the challenges currently facing many sales-oriented organizations. Clients appreciate Kelsey’s ability to synthesize content and create effective communications across a wide range of mediums, from training materials and communication campaigns to comprehensive value proposition manuals. In her latest endeavor, Kelsey is exploring how companies effectively manage multiple generations, each with unique characteristics, in a way that increases productivity internally (between colleagues) and minimizes conflicts externally (between buyer and seller).

Recent Posts

The Power of Perspective: Navigating Multigenerational Impacts Between Buyers and Sellers

By Kelsey Peusch

A plethora of research and news continues to flood the media around Millennials, e.g., what makes them unique and how their numbers are mushrooming in the work force. As a sales leader, you should be interested not just in Millennials, but more broadly, the cross-generational dynamics between buyers and sellers and how it impacts sales effectiveness.

There are undeniable impacts on your customer’s business as well. From B2B sales and marketing to direct-to-consumer (B2C) engagement, multi-generational forces permeate all aspects of the buying process.

We are pleased to announce that on April 12th, Seismic, a leading sales and marketing enablement solution provider, will host a webinar featuring Symmetrics Group and T. Rowe Price. 

Together, we will demonstrate the multi-generational impacts between buyers and sellers, broadly in a B2B setting and specifically within the world of wealth management, where a massive wealth transfer from older to younger generations is currently underway. Are sales organizations, marketers, and financial advisors ready for this generational shift?

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Your Buyer’s Age – It’s More Than Just a Number: Part 2

By Kelsey Peusch

In Part I of this blog series, we explored the case for change, highlighting how generational diversity impacts a seller’s ability to connect with buyers from generations different than their own. This blog investigates how recent market and demographic shifts, such as the internet and generational differences amongst buyers, have created new dynamics in today's B2B buying process.

What specifically are Baby Boomers, Gen X-ers, and Millennial buyers looking for and how does a seller adjust?

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Your Buyer's Age - It's More Than Just A Number (Part I)

By Kelsey Peusch

As Millennials start climbing the ranks, decision-making authority is shifting toward the workforce’s youngest generation.  In the meantime, Generation X-ers take personal risks to establish a foothold in middle and upper management, while Baby Boomers cling to a management style marked by bureaucratic decision making. This changing of the guard is to be expected, but understanding generational nuances of buyers will be critical to ensure that the influences of age do not leave sellers at a disadvantage.

In our recent blog post, Why Leaders Are Failing At Managing Their Generationally Diverse Sales Teams, we explored how generational differences influence what attracts a seller to a new job versus what drives them away from a current one. In this post, we begin exploring generational differences amongst buyers and particularly, what happens when sellers sell across generations.

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The Holiday Season: A Selling Obstacle or Advantage?

By Kelsey Peusch

Business to consumer (B2C) advertising has begun the holiday bombardment, yet businesses are bracing for the slowdown that tends to come in the last, most critical, moments of Q4. With quotas hanging in the balance, is it right to succumb to the notion that it is “…just a slow time of year” in the B2B world? This post explores several options for closing the gap and preparing for a quick start in 2015.

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Achieving Merger Cross-Sell Synergies

By Kelsey Peusch

Corporate mergers are often sold to investors and Wall Street on the illusory promise of cross-selling synergies. Often as a result of a merger, the marketing and sales organizations are charged with delivering growth through the combined portfolio of products and solutions.

Why is it so difficult for organizations to realize these synergies?  Two major factors that influence success are: 1) whether organizations re-think the alignment of their sales organizations to customers and markets post-merger, and 2) whether sales teams have put in place effective Account Planning processes to capitalize on cross-sell opportunities.

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Multigenerational Selling Events